U.S. Customer DevelopmentSummer 2014 Intern Presentation

CVS TeamChristine Toner

Agenda

• About Me • Summer Projects

– Other Projects

– Main Project

– Recommendations

• What I’ve Learned • Final Notes

*Appendix At End

About Me

• Personal– Eagles & Phillies PHANTIC– Enjoy trying new restaurants– St. Joe’s Hawks season tickets

• Education– Saint Joseph’s University– Food Marketing major

• Professional– Giant-Carlisle, Store Operations Intern– CVS, Customer Service Rep– University of Pennsylvania Museum, Visitor Services

What Led To This Experience

• To understand the dynamics of the supplier side of the industry

• To expand my professional network of contacts

• To see if Colgate and U.S. CDO is a good fit for me!

What Attracted Me To This Internship…

Personal Reasons Colgate’s Benefit• To add value by using my

industry-specific education• To lend my retail experiences

in decision-making • To provide the team the

Millennial perspective

SUMMER

PROJECTS

What I’ve Done

Solved Problems….Acted Fast…Leveraged Relationships

The President!!

Other Projects

2013 OAR Analysis• Goal: Obtain ROI for OARs• Benefit: Decision-making

Crest Brilliance Deep Dive • Goal: Understand activity• Benefit: Comparison standard

Competitive Ads Across RE• Goal: Find why traffic declined• Benefit: Shows environment

*Worked according to the “Power of 2” Concept*Cross Functional Partner: entire CVS team

Standardize CMG Reports• Goal: Standardize reporting• Benefit: Future use

Total Hours I Saved The Team

140 hrs.

MAIN

PROJECT

Project Scope

“Gain an in-depth understanding of the

CMG tool, by reaching out to the cross-

functional teams and analyzing one

opportunity within the CVS business

to present back to the team in August”

Main Project Components

1. CMG Tool– Becoming a CMG Expert– Goal & Actions

2. Research – CMG Findings & Conclusions– Retail Visit Discoveries

3. Recommendations

CMG Tool

CMGAsk me questions to find out

more!

Becoming A CMG Expert

Goal Actions

Determine Team’s CMG Needs

• Created survey to gauge team’s CMG status• Met with team members individually

My CMG Goals and Action

CMG Team Survey

Purpose: Gauge what the team needed from CMG and understand how I could help streamline reports.

Purpose and Results

Comments:

• “Need reports that have total items on hand”

• “Need assistance with creating standardized reports”

• “Do not use CMG messaging tool”

• “Want CMG to involve less time pulling and more time analyzing results”

Please rank how you view the usefulness of the following CMG reports:  (1= most useful report & 6= the least useful report)

*Qualtrics

Becoming A CMG Expert

Goal Actions

Work Cross Functionally With

Team

• Pulled CMG reports for fire drills

• Inquired with team members best practices

• Communicated report findings to team

Goal Actions

Determine Team’s CMG Needs

• Created survey to gauge team’s CMG status• Met with team members individually

Goal Actions

Update Key Reports in CMG

• Created reports that can be leveraged in the future

• Trained counterpart on CMG

• Attended webinars to learn more about system updates

My CMG Goals and Action

Ex: Reports For Future Use

OC Weekly Ad Block

Confidential

RESEARCH

CMG Research Findings

*CMG & Colgate Supply Chain

8/1

0/2

01

3

8/1

7/2

01

3

8/2

4/2

01

3

8/3

1/2

01

3

9/7

/20

13

9/1

4/2

01

3

9/2

1/2

01

3

9/2

8/2

01

3

10

/5/2

01

3

10

/12

/20

13

10

/19

/20

13

10

/26

/20

13

11

/2/2

01

3

11

/9/2

01

3

11

/16

/20

13

11

/23

/20

13

11

/30

/20

13

12

/7/2

01

3

12

/14

/20

13

12

/21

/20

13

12

/28

/20

13

1/4

/20

14

1/1

1/2

01

4

1/1

8/2

01

4

1/2

5/2

01

4

2/1

/20

14

2/8

/20

14

2/1

5/2

01

4

2/2

2/2

01

4

3/1

/20

14

3/8

/20

14

3/1

5/2

01

4

3/2

2/2

01

4

3/2

9/2

01

4

4/5

/20

14

4/1

2/2

01

4

4/1

9/2

01

4

4/2

6/2

01

4

5/3

/20

14

5/1

0/2

01

4

5/1

7/2

01

4

5/2

4/2

01

4

5/3

1/2

01

4

6/7

/20

14

6/1

4/2

01

4

6/2

1/2

01

4

6/2

8/2

01

4

7/5

/20

14

7/1

2/2

01

4

7/1

9/2

01

4

7/2

6/2

01

4

8/2

/20

14

0

2000000

4000000

6000000

8000000

10000000

12000000

14000000

16000000

18000000

0%

5%

10%

15%

20%

25%

30%

35%

Sum of BOH Units - Store Linear (Sum of BOH Units - Store) Sum of BOH Units - DCLinear (Sum of BOH Units - DC) Sum of Total BOH Units Linear (Sum of Total BOH Units)Sum of Total Units Sales Linear (Sum of Total Units Sales) SUS Ratio

52 Week Inventory and Sales Trends: CVS

Confidential

CMG Research Conclusions

*CMG & Colgate Supply Chain

• Store BOH– Overstocks (OS)

– Highest volume locations

– 6 month trend: increasing OS

– TIL and inventory disconnect

• DC BOH– Not as dramatic as store

– Select brands cut

Retail Visit Discoveries

1. On Shelf Out of Stocks (OOS)

2. Stockroom OS

3. Displays

*In Store Research & Colgate Retail Team

RECOMMENDATIONS

Recommendations

Make CVS A Retail Priority

• CVS/Colgate/ACOSTA: no coverage

• Colgate Retail Team: prioritizes accounts with less obstacles

Now In The Field How To Leverage ACOSTA

• Service higher volume CVS stores

• Forge key relationships– Correct issues– Gain scanning and stock

room access– Become an “Insider”

*In Store Research, CP Retail Team, & ACOSTA

Recap of Summer Projects

2013 OAR Analysis• Goal: Obtain ROI for OARs• Benefit: Decision-making

Crest Brilliance Deep Dive • Goal: Understand activity• Benefit: Comparison standard

Competitive Ads Across RE• Goal: Find why traffic declined• Benefit: Shows environment

MAIN PROJECT: CMG & Inventory

Standardize CMG Reports• Goal: Standardize reporting• Benefit: Future use

WHAT I’VE LEARNED

What I’ve Learned

A LOTLenovo

Knowledge Gained

CPG Industry Colgate• Supplier/retailer relationship

• Inventory/sales connection

• Category trends

• Promo planning

• Colgate culture

• Facets of U.S. CDO

• Category trends

• Our competitors

Skills & Programs I Learned

Final Notes

Thanks for your help and encouragement this summer. It has been a very cultivating experience and I truly appreciate your time! 

Questions/Comments?